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Entrepreneurship and Technological · PDF fileEntrepreneurship and tehnological management 6 Course ... Engineer Support Programmer / Developer ... Pre-sales –KPIs

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  • 1Entrepreneurship and tehnological management

    Course 1

    Introduction. Career profiles

    21.02.2012

  • 2Entrepreneurship and tehnological management

    Summary

    Course presentation

    Structure

    Score assignment

    Case study

    Career profiles

    Metrics for measuring success

  • 3Entrepreneurship and tehnological management

    Career

    Management abilities

    Technical Abilities

    Entrepreneurship

    abilities

    Course motivation

  • 4Entrepreneurship and tehnological management

    Why entrepreneurship?

    Innovation is getting to the future first (Mico Coffey)

    Innovation distinguishes between a leader and a follower (Steve Jobs)

    At age 35 you will have a great idea. But will you have the time and patience to go back to school?

  • 5Entrepreneurship and tehnological management

    Why management?

    Efficiency

    Estimation techniques & Decision making models

  • 6Entrepreneurship and tehnological management

    Course

    Course 1

    Structure of the course

    Career profiles

    Metrics for measuring success

    Invited guest: Andrei Piti, Cristian Sndescu

    Course 2

    General ideas on entrepreneurship, innovation and technology

    Blue Ocean Strategy

    Business model vs. business plan

    The development cycle of a start-up

    Lean Startup

    Invited guest: Bogdan Iordache

  • 7Entrepreneurship and tehnological management

    Course

    Course 3

    Managing Motivation

    What is management?

    Maslow's Theory of Motivation - Hierarchy of Needs

    Herzberg theory of motivation, comparison with Maslow

    Speaker: Andrei Piti

    Course 4

    Management styles

    Team Lifecycle (Tuckman)

    Management styles (Hersey/Blanchard)

    Speaker: Andrei Piti

  • 8Entrepreneurship and tehnological management

    Course

    Course 5

    Financial Planning

    Course 6

    Business Plan Structure

    Executive Summary

    Company overview

    Product and services

    Market and industry analysis

    PESTLE & SWOT

    Market strategy

  • 9Entrepreneurship and tehnological management

    Course

    Course 7

    Sales

    Negotiation

    Introduction

    Defining objectives

    Selecting a strategy

    Location

    Course 8

    Leadership.

    Common mistakes of managers

  • 10Entrepreneurship and tehnological management

    Course

    Curs 9

    Business Plan Structure

    Market strategy

    Development and barriers of entry

    Manufacturing and operation plans

    Management team and organization

    Financial Plan

    Curs 10

    Financial Planning

    PMI

  • 11Entrepreneurship and tehnological management

    Seminar

    Know thyself

    Personal positioning. Company profiling

    Business meeting

    Negotiation

    Risk assessment

    Business plan

    Presentation

    Project management

    Time management

    How to manage your manager

  • 12Entrepreneurship and tehnological management

    Homework assignment

    [0.5] First Assignment

    Professional profile presentation

    Publish: Feb 21

    Deadline: March 6, 23:55

    [0.5] Third Assignment

    Group presentation

    Publish: March 20

    Deadline: April 10

    [0.5] Second Assignment

    Entrepreneurship Assignment

    Publish: March 6

    Deadline: March 20, 23:55

    [1.0] Forth Assignment

    PM Assignment

    Publish: April 24

    Deadline: May 8, 23:55

  • 13Entrepreneurship and tehnological management

    Grading

    40%

    25%

    20%

    25% Engagement with course activities

    Homework assignments

    Seminars

    Assessment

  • 14Entrepreneurship and tehnological management

    Entrepreneurship

    Case study

  • 15Entrepreneurship and tehnological management

    Case study

    What would you do if you got a technical company with:

    one product

    innovative

    simple

    brilliant

    100 % market share on nation-wide scale

    over 1 Million units sold per year

    350.000 annual profit

    200.000 liquidity

    no debts

  • 16Entrepreneurship and tehnological management

    Would you?

    Do nothing and let the money roll in

    Sell it?

    (for what amount?)

    Seek an investor?

    (for what amount and what equity?)

    Sell the patent to others in exchange for royalty?

    Case study

  • 17Entrepreneurship and tehnological management

    Case study

    How about:

    look for an investor to sell:

    10% for 180.000

    or

    30% for 180.000

  • 18Entrepreneurship and tehnological management

    The chocbox

    http://www.youtube.com/watch?v=Qnsd5S-hpmc&feature=related

    http://www.youtube.com/watch?v=Qnsd5S-hpmc&feature=relatedhttp://www.youtube.com/watch?v=Qnsd5S-hpmc&feature=relatedhttp://www.youtube.com/watch?v=Qnsd5S-hpmc&feature=related

  • 19Entrepreneurship and tehnological management

    The chocbox now

    3 months after the deal

    30.000.000 deal for 5 years with GET Plc (152 countries)

  • 20Entrepreneurship and tehnological management

    Carrier profiles

    Key Performance Indicators & Success Skills

  • 21Entrepreneurship and tehnological management

    Career profiles

    Development

    Project Manager

    Programmer / Developer

    Implementation

    Account Manager

    Pre-sales / Solution Architect

    Project Manager

    System Engineer

    Support

    Programmer / Developer

    Consultant

  • 22Entrepreneurship and tehnological management

    Programmer KPIs

    SLOC Source Line Of Code

    Adherence to deadlines

    Number of bugs

    Code / documentation clarity

    PM feedback

  • 23Entrepreneurship and tehnological management

    Programmer Success skills

    Solid overall technical background

    Familiarity with technology

    Opportunities

    Limitations

    Debug skills

    Logging

    Coding style

    Patience

    Team abilities

    Adaptability

    Familiarity with multiple technologies

  • 24Entrepreneurship and tehnological management

    QA Engineer Success skills

    Familiarity with testing

    Force testing

    Solid overall technical background

    Familiarity with technology

    Limitations

    Patience

  • 25Entrepreneurship and tehnological management

    System engineer KPIs

    Number of reported customer problems

    Adherence to deadlines

    Ingenious solutions

  • 26Entrepreneurship and tehnological management

    System engineer Success skills

    Tackling pre-sales issues

    Problem solving instead of problem escalation

    Troubleshooting

    Take pleasure in finding & building solutions

    Understanding time & objective constraints

    Efficient execution

  • 27Entrepreneurship and tehnological management

    Pre-sales KPIs

    Solution architect / System engineer

    Ratio of lost bids to won bids

    Number of rejected solutions

    AM feedback

    Customer feedback (successful presentations)

    $

  • 28Entrepreneurship and tehnological management

    Pre-sales Success skills

    Product knowledge

    Perseverance

    Independent learning

    Technical skills

    Hands-on, real life experience

  • 29Entrepreneurship and tehnological management

    Project manager - KPIs

    Project completion:

    In due time

    Within budget

    According to contractual terms

    (with client satisfaction)

    Client feedback

    Team feedback

    Ratio of successful to failed projects

    Identifying risks & efficiency in addressing them

  • 30Entrepreneurship and tehnological management

    Project manager Success skills

    Understanding stakeholders interests

    Successful forecasts (experience-based)

    Efficient under pressure

    Committed

    Team abilities

    Understanding team skills

    Understanding team motivational dynamics

    Authority as informal leader

    Ability to avoid emotional involvement

    Fairness

    Delegation skills

    Brilliant social skills

  • 31Entrepreneurship and tehnological management

    Consultant

    Understanding customers business

    Several types of consultancy:

    Analysis

    Design

    Audit / Quality Assurance

    Business Process / Implementation

  • 32Entrepreneurship and tehnological management

    Account Manager KPIs

    Revenue

    New clients

    Personal relation with your boss

    Personal relation with your client

    Objectives:

    Build a portofolio of clients

    Build solid, personal relationships with key clients

  • 33Entrepreneurship and tehnological management

    AM Success skills

    Market comprehension

    Understand market constrains

    Understand stakeholder interests

    Account mapping

    Networking at the right level for the product

    Communication skills

    Listen

    Positive acknowledgments

    Presentation skills

    Client intimacy

    Preferences towards a technology or a vendor

    Shared language

  • 34Entrepreneurship and tehnological management

    Shared language

    I need a product that would allow me to address multiple market segments and t